GTM Lead – Agent Business

About the role

Airtel Mobile Commerce BV is seeking a GTM Lead for its Agent Business. The role will define and execute the end‑to‑end go‑to‑market strategy for exclusive infrastructure (AMBs and kiosks), multi‑brand agents and distributors across all Airtel Money markets, driving revenue growth, compliance and customer experience.

Key responsibilities

• Develop and lead the GTM strategy for exclusive infrastructure, multi‑brand agents and distributors.
• Conduct market assessments, customer analysis and competitor reviews to set GTM priorities.
• Create detailed GTM playbooks covering segmentation, value propositions, pricing, incentives and execution flows.
• Coordinate cross‑functional planning with Marketing, Distribution and Product teams.
• Identify coverage gaps, design expansion plans and support recruitment of quality agents and strategic partners.
• Ensure agent accreditation, setup and activation meet compliance and operational standards.
• Design and deliver enablement programmes, training curricula and operational guides for agents.
• Collaborate with IT and Operations to test and maintain agent system functionality (USSD, portals).

Required profile

• Extensive experience in commercial strategy, channel management and GTM execution within large, distributed ecosystems.
• Proven ability to translate strategic plans into operational actions and measurable KPIs.
• Strong analytical skills for market, customer and competitor insights.
• Excellent stakeholder management across Marketing, Sales, Product and Operations.

Required skills

• USSD technology
• Agent portal systems